A.N.: What made you decide that the Web was a viable way to market your services?
H.S.: I first heard about the Internet on a TV science program nearly four years ago, and I immediately wanted to know more, more, more. The whole concept fascinated me from the start. Then I took to surfing and watched the development of the American online industry over the next couple of years. I remain convinced that the Net is the most significant breakthrough in communications since Alexander Graham Bell invented the telephone. Its potential is as revolutionary as Bell's telephone and Caxton's printing press.

A.N.: You've won awards for your Web site. Did you design it, or did someone else do it?
H.S.: I did the overall planning and design for the site, but my husband, Ian, created it, as I'm incapable of doing anything like hacking computer code.

A.N.: What results have you seen from your Web site?
H.S.: Before going online, I had a business plan. I knew that initially, it would not bring big returns, but I felt that it would be an excellent listing tool and would place my little agency in a very good position when Australia really took to the 'Net, which will be over the next couple of years. As a listing tool, it is quite brilliant. The locals love the idea, even if they have no idea what it is all about. The rate of e-mail inquiry, and also the quality, is gradually improving. We've made two sales from it, and that's as much as I expected in the first six months. I believe next year we'll see a big increase of sales made to people who first discovered our area and our office through our Web site.

A.N.: What's the funniest experience you've ever had as a Realtor?
H.S.: My funniest experience? It probably won't sound funny, but it was hilarious. I was working at the coast in 1983 and was called out to list a nice home. When I got there it was obvious that the couple hated each other and that this was a marital split. Just after that, I left that office and came up to work here on Tamborine Mountain. Two years later, just before I came to work at Lane Realty in March 1986, I was between jobs and went back down to work for my old old coast office. I had hardly settle at my desk when I took a phone call urgently seeking help to arrange a very quick sale. When the man spoke and gave me his name, I instantly remembered the house and the icy atmosphere from two years before. I agreed to call him within the hour. I arrived to find him alone, with only a few sticks of basic furniture in what had been a well-furnished house. According to his tale of woe, she had ordered in the removal truck while he was at work and cleaned out the house. The only thing she had not taken was the waterbed, but as her last act of vengeance, she stabbed it in nine places with a screwdriver. Needless to say, I very quickly sold the house.

A.N.: Any experiences with Americans over the years?
H.S.: I've not had a lot to do with Americans in the realty world, but I've known a fair few over the years. Like Australians, they include the good, the bad, and the ugly.

A.N.: What is the average price of a home on Tamborine Mountain?
H.S.: Around $160,000 Australian.

A.N.: How do you pay your employees? Are they independent contractors as they are in the United States?
H.S.: Salespeople have traditionally been commission only. As of this year, we now have a salary system. However, successful salespeople can stay on commission. My two are successful.

A.N.: What are your production figures?
H.S.: So far this year, we've done 68 sales between the three of us, with the average sale price of a home and land being $121,000. I like to turn over at least $10 million worth of property per year, but in very bad years that's a dream. Last year was over $11 million.

A.N.: What does your highest-producing agent make in commissions?
H.S.: Back in the "boom year" -- 1988 to 1989 -- my due commission was $85,000. At this stage, my top man earned $53,000 in 1996 to 1997. That puts him in the top 10 percent of Queensland salespeople, according to the Real Estate Institute of Queensland's statistics.

A.N.: When you share a sale, as you mention on your Web site, how do you split the commissions?
H.S.: If we do a conjunction sale with another agency, it's usually a 50-50 split. This can be varied according to the agreement.

A.N.: Have you ever handled any international transactions?
H.S.: No, but like everything else, when it happens, I'll learn on the job.

Written By Blanche EvansPage 1

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Published: November 11, 1997

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